Director, Strategic Account Development - MUS Market

Job Description
Director, Strategic Account Development - MUS Market

A fast-growing infrastructure services company is transforming how municipalities, universities, and school districts modernize and operate critical facilities through long-term service-based agreements that eliminate large upfront capital costs.

We are seeking a commercially driven Director of Account Development to own the contract lifecycle from signed LOI through fully executed agreement. This role will lead the structuring, coordination, negotiation, and execution of complex long-term public-sector service agreements across multiple states.

The ideal candidate has experience navigating public-sector procurement environments and partnering cross-functionally with legal, finance, sales, and operational stakeholders to deliver legally enforceable, financially viable, and operationally scalable agreements.

Key Responsibilities

• Lead commercial deal execution from LOI through contract execution
• Structure and negotiate long-term public-sector service agreements
• Coordinate legal, finance, procurement, and sales stakeholders
• Navigate multi-state procurement pathways and approval processes
• Assess contract enforceability, budget considerations, and non-appropriation risk
• Standardize workflows, documentation, and execution playbooks
• Support negotiations with municipalities, universities, school districts, and public agencies

Qualifications

• 8+ years of experience in commercial deal execution, strategic accounts, contract negotiation, or public-sector infrastructure agreements
• Proven success managing complex deals from proposal/LOI to executed agreement
• Experience working with municipalities, public universities, school districts, or government procurement environments
• Background in infrastructure services, facilities services, energy services, lighting, HVAC/building systems, equipment finance, or long-term managed services preferred

Core Competencies

• Contract Negotiation
• Public-Sector Procurement
• Commercial Operations
• Financial Structuring
• Cross-Functional Leadership
• Long-Term Service Agreements

Ideal Candidate

You are commercially minded, operationally disciplined, and highly collaborative. You thrive in complex environments and understand how to align customer, legal, financial, and operational priorities to move sophisticated public-sector transactions across the finish line.

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Eric S. Pollack

ESP PROSEARCH, LLC

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